FBGIU Channel Partner Sales Manager – Middle East and Africa

The Food and Beverage Alliances & Channels Partner Manager will have responsibility for the management of a nominated set of Oracle Food and Beverage partners in EMEA.

The Food and Beverage Alliances & Channels Partner Manager will manage all levels of partner activity under comprehensive business plans for each allocated partner, including identifying, enabling and bringing to market value-added service/solution offerings for influenced revenue streams. They will also develop and implement an annual plan and all associated partner enablement and engagement activities to drive opportunistic revenue.

Candidate will be measured on influenced customer business and revenue growth from Partner relationships managed.

Detailed Description and Job Requirements:

• Nurture and grow working relationships with assigned partners
• In coordination with regional sales leadership, drive annual business planning sessions, develop and deliver annual business and enablement plans with assigned partners. Prepare quarterly forecasts, conduct quarterly business reviews with Partners and regional sales leadership
• In coordination with regional sales leadership, develop and deliver annual partners business plan. Deliver annual scorecard and business review to review status against plan.
• Establish and execute on priorities to drive growth in targeted segments and geographies
• Proactively manage field engagement and escalations, and pipeline to minimize deal risk and maximize Oracle license, hardware, and services revenue
• Drive all requirements for and implementation of the business practices, policies and programs needed to enable and support the Partner business (collaboration with FBGIU Sales Operations, GBP, Pricing, WW A&C, and other functional stakeholders as necessary)

Preferred Experience / Qualifications

• A minimum of 3-5 relevant alliances management and Sales experience with Oracle Software.
• A minimum of 3-5 years hospitality industry expertise
• Deep knowledge of software and Cloud/SaaS solutions selling through influence partnerships 
• Proven experience in managing and negotiating large, complex business development and technology partnership agreements and initiatives from start to finish
• Exceptional ability to build and deliver compelling solution sales value propositions and initiatives to accelerate collaborative go-to-market engagement
• Strong written, verbal, presentation, and sales skills
• Expected travel is 30-50%

Career Level – IC4

• Nurture and grow working relationships with assigned partners
• In coordination with regional sales leadership, drive annual business planning sessions, develop and deliver annual business and enablement plans with assigned partners. Prepare quarterly forecasts, conduct quarterly business reviews with Partners and regional sales leadership
• In coordination with regional sales leadership, develop and deliver annual partners business plan. Deliver annual scorecard and business review to review status against plan.
• Establish and execute on priorities to drive growth in targeted segments and geographies
• Proactively manage field engagement and escalations, and pipeline to minimize deal risk and maximize Oracle license, hardware, and services revenue
• Drive all requirements for and implementation of the business practices, policies and programs needed to enable and support the Partner business (collaboration with FBGIU Sales Operations, GBP, Pricing, WW A&C, and other functional stakeholders as necessary)

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